Are you on the rollercoaster ride of never knowing where your next client will come from?

Before we dive into the 8 things you can do to get the eff off of that rollercoaster, I want you to know that I truly, honestly, seriously understand how you feel.

When I started my business in 2012 I more or less dove head-first into entrepreneurship with no financial security blanket (something I’m now thinking wasn’t the greatest plan).

I had no idea how hard it was going to be to get my little, rebellious business off the ground. And even though I managed to hit my $2,000 per month goal after one year (which seemed like SO MUCH MONEY back then), it was taking every ounce of energy I had in my body to make it happen.

These days, I offer one service: Sales Page CPR, which is regularly booked out 6-8 weeks in advance.

It’s not a fluke. You can totally book yourself out too!

The best part is that I rarely have to go looking for clients. Actually, I never go looking for clients. Instead, I have systems in place to make sure that the clients come to me.

Click “play” on today’s video to find out the 8 things I do to attract new clients on the regular (and don’t forget to get the action sheet below the video):

 

#1 – Create an offer that people crave.

Already have a product or service that’s not selling as much as you’d like? It’s time to create an offer that sells itself.  (Click to tweet!)

The best offers are easy to sell because they solve problems that a certain group of people (your market) desperately wants solved.

 

#2 – Make sure people understand what you do.

I don’t care how long you’ve been in business. I want you to sit down and listen to this point because it’s SUPER freaking important.

Is it clear to people what you do?

How clear, you say?

You need to describe what you do so that a 10-year-old could understand.

If people don’t “get it” right away, you have a big problemo my friend.

Help is on its way: Check out this post titled, “How do you tell people what you do?”

 

#3 – If you’re creating a brand new offer, get a couple of beta testers.

I hate the word “beta” (sounds so Silicon Valley-ish) but here’s the stone-cold truth: the best way to crack into a new industry is to get some test clients and try out your services on them before you launch.

To do this the right way, you’ll want to hand pluck 2-3 people who are exactly the kind of people you want to work with.

Contact these people directly and tell them, “Hey there! I’m creating a brand new service to help people like you to do this really awesome thing. I’d love to work with you in exchange for your feedback. Here’s the catch: I want you to treat this service as though you paid $X for it so that you can get the results you want and I can test my awesome systems. What do you say?”

 

#4 – Deliver the pants off of your service every single time.

Wanna know how to blow people’s minds? Do what you say you’re gonna do. 

That’s it! That’s all you have to do in order to wow your clients. Just do what you say you’re gonna do. If you do that, they will give you a recommendation.

I’ll do you one better:

Do you want to know how to make your clients fall in love with you and recommend you to all of their friends?

Do what you say you’re gonna do and a liiiiitle bit more.

You don’t need to deliver the kitchen sink. You don’t need to become their personal servant. All you have to do is that *one* extra thing. Send them a gift. Deliver the final project a day early. Offer a bonus call.

 

 

#5 – Systematize getting feedback and testimonials.

Oh gosh — are you terrified to hear what your clients really think of you?

Too bad! That’s part of being in business. (Sorry, no sympathy from me).

Set up a basic form using TypeForm (my fave) and ask simple questions like, “What do you think would be a really awesome additional feature to this service?” and “Be honest: tell me one (or more!) thing(s) that you think I could improve on”.

Then, outsource this step to your Virtual Assistant or another team member. Have them follow up with your clients to fill out the form. Make sure it happens every. Single. Time.

Want to know how to turn feedback into KILLER testimonials? Grab yo’self a copy of Get Great Testimonials. In it, I give you the exact process I’ve been using for years to get testimonials from an Emmy Award winner, about 80% of my past clients, and even for products.

 

 

#6 – Offer a lil’ somethin’ somethin’ special to your VIP clients.

I have a super secret VIP program for all of my past Sales Page CPR clients (as in, they get a lifetime $250 coupon for any future Sales Page CPRs… which is pretty handy!)

You can create a “secret menu” or just add some perks for past clients who decide to work with you again. People love feeling special. Going the extra inch works. 

Repeat clients are the best kind of clients because (a) you already know them and (b) they already know you, which makes the whole starting a project thing a lot easier. (That’s why it’s worthwhile to offer them a discount.)

 

#7 – Launch a quick-to-market service.

Dude: You don’t need to crawl into a cave for 6 months to develop your world-shattering signature service. 

Why don’t you come on up for air and develop something super quick + easy that you can launch in, say… 3 hours or less?

Every summer I launch a “Pop up” service. I like to test ideas for services by creating the “minimally viable product” and then sending a few emails to let people know that they have one week to sign up before the service goes away.

If you’re chin deep in creation mode for the service to end all services, I recommend getting something like this out there ASAP. A business ain’t a business if it ain’t makin’ no money, honey.

 

#8 – Make room for more clients!

You say you want more clients, but do you actually have space for them?

Does the thought of taking on a new client make you feel stressed?

It’s time to upgrade your systems. Create folders for the new clients, add the booking slots to your calendar, create an “operations manual” of the step-by-step process of doing your sales call, onboarding the new client, getting paid, and delivering on your promise.

You can do this!

xo,

Courtney

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